Partner Account Executive
Overview
This is an exciting opportunity for an experienced hands-on, sales-oriented, driven and organized sales executive to develop and execute TIBCO's reseller and alliance programs in Greater China.
What You'll Do
This is an exciting opportunity for an experienced hands-on, sales-oriented, driven and organized sales executive to develop and execute our reseller and alliance programs in Greater China. You will be responsible for recruiting, developing, and managing TIBCO’s partners and alliances to create real and measurable business results. You will:
- Work with TIBCO executive management to build, create and execute a reseller channel.
- Must be able to analyze our product set and determine easier way for channel to distribute product sets/bundles with minimal ongoing support from TIBCO.
- Achieve and exceed assigned revenue targets and partner recruitment goals
- Oversee and manage all channel sales initiatives. Track pipeline and close deals for specific agreed upon revenue goals
- Provide sales support to ensure partners are competitive and capable to win business
- Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field
- Recruit and enable new partners
- Secure revenue commitments from your portfolio of partners and accurately forecast your partner business within SFDC
- Facilitate, develop and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives. Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
- Manage channel / sales conflict
- Develop partner business plans and program objectives to support revenue commitments
- Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics
- Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue
- Expand sales to existing partner customers by identifying new and additional customer requirements and supporting new sales efforts
Who You Are
- 3+ years years in IT-related sales experience through direct and indirect channels
- Demonstrated track record of successful quota attainment in a commissioned sales role
- Have good relationships with SI’s and ability to get them to create or increase TIBCO practices
- Ability to engage with and motivate partner marketing to support partner requirements
- Ability to develop and implement partner business plans that drive partner revenue goals
- Ability to recruit new partnerships
- Ability to work independently and in a team environment
- Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
- Commitment to excellence, high integrity, high energy, team player
- Detail oriented, very organized, self-starter.
- Strong customer and partner focused on esta